Door Approach: Getting in With The Lead

[Bushwaffle]

The key is a great haircut and shiny teeth.

 

[SportsNut]

Decision Man pretty much nailed it as far as his ideas and comments on door knocking, or what to say at the door. ['Getting in the Door' was the specific topic of the thread].

JD may influence those who read the thread but keep in mind that JD doesn't door knock. He may not agree with the age of the lead being all that relevant, and on that topic I happen to agree with him, but the rest of what Decision Man has to say should be shadowed by an agent that isn't sure what to do or how to approach the door, IMO. You will find that you will get into more doors than you are now. Having a plan, [or a script of words and/or ideas to say upon approach] will give you much more credibility than stumbling all over yourself at the door. If you don't know what to say and allow the prospect to take control at the door it is 'game-over'.

To the OP, suggest that you learn the at-the-door phrases that Decision Man has written in his post and get knockin. Oh, if you don't knock they won't work! A good percentage of this is displaying confidence and truly believing that you can help the prospect. You know the old adage, "If you think you can, or your think you can't; You are right either way!

 

[RichMcK]

With respect to what others are saying, I've never had to go into that much detail. After your introduction, and purpose for this knock, I always say, "May I come in?"

Those are the most magical words, "May I come in?" Start forward. So what if its a bad time, they will tell you. So what if they have company you can reschedule, but get in the door.

 

[Muscle Hill]

Wipe your feet, put your head down and let your body language take you in

 

[jdeasy]

Wipe your feet, put your head down and let your body language take you in

I've heard that nonsense about "wiping your feet and heading in" for years from marketers.

I'll tell you this, if you tried that sh!t at my door I would knock you on your ass.

 

[WinoBlues]

Wipe your feet, put your head down and let your body language take you in

If someone tried that on my wife, there would be a race to the door from me, my boys and the dogs. To save the *** sales man.

 

[AnonymousOne]

Wiping the feet as an action is just as important as figuratively wiping your feet, meaning when you first knock on that door, assume these people want your help, assume you can help these people, assume you are not going to write an app standing on the welcome mat (although its been done before)

 

[Agentguy5]

First, FE lead cards have a half life of about 7 days from when you receive them so you have to be knocking the heck out of that door frequently in the first week to get them at home.

Second, I've found there usually is a reason they can remember sending it in - IF I'm there early enough. "I've been doing this a long time and found most people have a reason they've sent this in. Can you remember yours?"

Usually its because of some recent event - a family or friends death, illness, injury, nursing home admission, discussion over the bbq that weekend - and the mailer hit at the right time. (This is why you have to jump on the lead when you get it )

If they don't remember I say "Usually people send these to me because someone recently passed in their family, or they're worried about leaving a big bill to their kids, or just want to get their affairs settled. Which of these is the reason you sent this in?"

Many times they choose and I ask to be invited in. "Well if you'll invite me in lets see if you qualify and I'll show you how the program works."

If they still don't remember, I'll start qualifying at the door to try to arouse some emotion: "Well if you can't remember, let me just ask if you've had anything bad happen to your health recently, maybe a hospitalization or illness? When was the last time you had a medical issue? Do you smoke? Hmm. You might qualify for some discounts. Invite me in for a few minutes and I'll show you how the program works."

At least for me, a sincere smile at the door, greeting them by name, being conversational works well. If I'm not going to get in I'll push it at least once with one of the harder-hitting questions:

"Let me ask you this, you've had 40-some years to take care of this so your son or daughter won't get stuck with a big bill. Now that I'm here, why are you still hesitant to be responsible to your family?"

"So basically when you pass you want everyone at the funeral home to know you stuck them with the bill when they pass the tin cup for contributions? Is that how you want to be remembered?" "The qualification takes only a few minutes, and you might find covering this expense is much less expensive than you might think."

As an aside, I used to think pushing it a little was rude until I went to a funeral where the family had to take up a collection to pay the bill. It was as embarrassing for those of us contributing as it was for the family to ask - and no one left with a good feeling about the deceased. Ever since then I've been much bolder with those tough questions.

First of all... WRONG... Direct Mail lead cards have a LONG shelf life... I usually don't even get to my leads for 2 + weeks because we would rather be backed up on leads than not have enough...

Yesterday I door knocked a a bunch of leads that I had for about a month, no phone number or couldn't reach the client by phone... and wrote over 1800 in AP

Second... It doesn't matter if they remember sending in the card because you're going to show them their handwriting, signature, and when done correctly, end up sitting on their couch or table FINDING a need...

 

[Rearden]

I've heard that nonsense about "wiping your feet and heading in" for years from marketers.

I'll tell you this, if you tried that sh!t at my door I would knock you on your ass.

LOL.

I door knock business as much as I go on phone-set business.

I have never wiped my feet pre-emptively.

I just introduce myself, hand them the card, explain briefly what it's about and why people send it in, and tell them I just stopped by to see if they had a few minutes for me to tell them more about how it worked.

Half the time the prospect just opens the door for me before I ask.

I'm pretty low key about the whole thing, and it still works well enough.


As far as shelf-life goes --

I'll argue that it depends on your area.

Right now, I have at least 2 agents working the same prospects I am -- and all this is in a rural/small town area in the middle of no where (Alabama).

If I were to wait another 2 or 3 weeks, I would be the last dude to the show, and miss out on several deals. Because not everybody is going to want or need replacing.

 

[jdeasy]

I wish I only had 2 or 3 agents working the same area. I don't care to be the last one in. I usually prefer it. I'm going to give them the best deal so they something to compare to when I do get to them.

LOL.

I door knock business as much as I go on phone-set business.

I have never wiped my feet pre-emptively.

I just introduce myself, hand them the card, explain briefly what it's about and why people send it in, and tell them I just stopped by to see if they had a few minutes for me to tell them more about how it worked.

Half the time the prospect just opens the door for me before I ask.

I'm pretty low key about the whole thing, and it still works well enough.


As far as shelf-life goes --

I'll argue that it depends on your area.

Right now, I have at least 2 agents working the same prospects I am -- and all this is in a rural/small town area in the middle of no where (Alabama).

If I were to wait another 2 or 3 weeks, I would be the last dude to the show, and miss out on several deals. Because not everybody is going to want or need replacing.